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Job Description:
Job Summary:
Roles & Responsibilities:
Direct supervision of sales resources assigned to PSD located in India
Basic Qualifications:
Bachelor’s degree from an accredited university majoring engineering / science / management. Minimum 10 - 15 yrs experience in industrial sales. Prior experience in industrial B2B sales required.
Preferred Qualifications:
Masters’ degree from an accredited university majoring in business management Knowledge / experience in personal safety & trade markets preferred. Understanding / expertise in PPE standards (OSHA / NIOSH / BIS) & applications
Job Description:
Provides sales direction and consults with leadership team to set short-term strategic direction and operating plans for a typically small to medium complex market/product line(s). Determines directions, priorities and assigns resources with full accountability for results of functional area. Responsible for establishing and managing sales targets and/or budgets for one or more departments within the sales organization. Identifies and defines market/product opportunities to meet sales and growth objectives.
Major Duties and Responsibilities (General):
Consults with leadership team to set short-term strategic direction and operating plans for assigned areas of responsibility and define guidelines/methods. Decisions are typically limited by business or functional area objectives/guidelines. Initiates and approves projects to continuously improve efficiency and competitiveness. Works with the country business leader for functional strategic planning, including establishing and managing budgets. Provides direct supervision to the sales team which includes objective setting, performance management, and motivation, as well as training and coaching. Determines priorities, timetables and assigns resources/tasks. Accountable for the activities and results of their functional area. Working with cross functional marketing / technical services teams, to meet assigned objectives. Demonstrates problem solving ability to determine best solutions for complex problems. Utilizes resources across work areas and departments to create solutions. Resolves issues and conflicts related to direct reports. Has a responsibility for establishing and enforcing multiple concepts related to the function. Working tasks include: Implementing sales plans. Identifies and defines significant market/account opportunities to meet sales and growth objectives Coaching - explains sales plans methodologies to functional leaders and partners, customers, to ensure their understanding and buy-in Influencing external decision makers, typically at managerial or functional leader’s levels Developing pricing strategy in line with business goals & in tandem with marketing. Build strong customer relationships and negotiate larger contracts Ensure local issues are incorporated into sales and marketing plans, taking local goals and investments into consideration Coach sales representatives to improve and/or develop new skills and competencies according to the sales development plan Employ appropriate communication channels, such as public relations, direct marketing, advertising and sales promotions in support of the organizational goals Drive communication plans to create awareness of 3M as preferred supplier Share best practices with other Sales and Marketing Managers across locations/countries Share vision and demonstrate company values. Actively participate in relevant corporate programs/initiatives, comply with professional and quality standards, comply with corporate policies and procedures, and acts in a manner consistent with 3M’s values and ethical standards. English language proficiency / knowledge of computer programs and corporate systems relevant to the assigned area of responsibility is required.
Key Result Area’s (Specific):
TO MANAGE EXISTING BUSINESS
Interact with customers, channel partners & other external contacts. Meet & exceed division operating sales & income targets. Ensure sales volume growth & effect pricing policies in line with business objectives. Manage local OPEX as per business operating guidelines. Manage COGS as per operating plan. Manage product mix to meet COGS targets. Achieve Annual volume growth, ASP & GM targets as per the operating plan. Achieve Inventory Turns, NWI, Account Receivable Turns & % Current as per the annual operating plan. Interface market / Channel & 3M legal & regulatory organization to ensure compliance with 3M policies.
DEVELOPING NEW BUSINESS
Ensure new product introduction & sales as per the launch calendar & operating plan. Develop / increase distribution to meet growth objectives. Identify & develop new products, applications & markets to meet defined growth objectives. Identify inorganic growth opportunities that compliment/ reinforce/ accelerate division growth. Identify adjacent markets & opportunities in line with division guidelines to accelerate growth.
FORECASTING, BUDGETING & DEVELOPING LONG-TERM DIRECTIONAL BUSINESS PLANS.
Submit forecasts, Strat Plan estimates & evolve accelerated growth programs as per division directives. Ensuring sales team's compliance with SFDC implementation
PEOPLE DEVELOPMENT.
Uphold corporation’s business conduct & ethical policies Evolve a human capital resource deployment plan to meet the divisions 5-year strategic objectives. Ensure completion of annual HR activity as per company guidelines. Establish and communicate division goals and results to employees Formulate developmental plan for each employee & action plan. Mentor new employees to excel at defined job assignments. Identify & coach supervisory talent to develop succession plan. Address employee issues & ensure employee retention & growth.
CHANNEL MANAGEMENT - EXPANDING, MANAGING, MOTIVATION AND CONTROL
Understand channel needs for different BU's, document channel expectations thru mutual business plans. Work with channel managers to develop, motivate and control channels. Ensure Channel effectiveness. Work with channel manager in developing and implementing mutual business plans. Work with the channel manager to evolve & implement channel recognition instruments & events. Enforce and uphold the division credit policy. Drive sales targets and KPI's (Key Performance Indicators) from nominated channel partners in tandem with sales & marketing team Understand & replicate relevant global successes in channel strategy. Identify and grow new channel partners providing business development support and expert advice To manage and resolve channels related conflicts and dispute
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